Negotiation
Divergent views: the reason why we negotiate
With Paul Gulston
Why differing views between the two sides are the reason negotiation exists at all.
Read the articleInsights & media
Short lessons on video
Short lessons from Paul Gulston on negotiation, supplier leverage, market dynamics and inventory.
All video lessons
Supplier management
Attractiveness and leverage: the supplier preferencing matrix
With Paul Gulston
How suppliers see your account, and what that means for your leverage as a buyer.
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Role playing with negotiation ice breakers
With Paul Gulston
A role-played look at opening a negotiation and setting the tone with ice breakers.
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Internal negotiations with the warehouse team
With Paul Gulston
Negotiation isn't only with suppliers: working through priorities with colleagues in the warehouse.
Read the articleMarket dynamics
Perfect competition and procurement bargaining power
With Paul Gulston
How the structure of a supply market shapes how much bargaining power a buyer has.
Read the articleInventory
The bullwhip effect
With Paul Gulston
Why small changes in demand grow larger as they travel up the supply chain.
Read the articleInventory
Surplus stock vs dead stock
With Paul Gulston
The difference between stock you have too much of and stock you can't use.
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Matching negotiation styles and maintaining a balance
With Paul Gulston
Adapting to the other side's style, reading leverage, and using hypothetical questions.
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